Remove Prospecting Remove Research Remove Retention Remove Training

3 Ways to improve Your Customer Retention Scorecard

Babette Ten Haken

Do you have a customer retention scorecard? I offer the following three ways to improve the health of your customer retention scorecard. When you take ownership of not only acquiring, but retaining customers, you develop your own customer retention scorecard.

[VIDEO] Whiteboard Wednesday: Increase Retention in Sales – with Data (Steve Waters)

DiscoverOrg Sales

Morale is the best indicator of retention on a sales team. And retention is a serious issue. Considering ramp-up time is 3+ months for new SDRs … well, let’s just say if it seems like you’re spending a LOT of time training newbies these days, you’re not imagining it.

Are We Storytelling compelling Customer Retention Experiences?

Babette Ten Haken

Customer retention experiences create a rich chronicle of just how it is to work with us, and our organizations. Some of our truly best stories about creating compelling customer retention experiences thus remain untold. About compelling customer retention experiences?

Why 80 Percent of Companies Lose at Customer Retention

Score More Sales

by Dixon, Toman and Delisi, the authors discuss their research on how customer loyalty is built on meeting rather than exceeding expectations. Are sales reps and account managers coached on effective listening skills so that prospects and customers really feel heard?

7 Must-Have Automated Documents for Sales Success

delaying delivery of the proposal and giving prospects. plenty of time to lose interest, or continue to research. Will your prospects wait around patiently during. they’ve set for prospects and clients are likelier to win. Hinge Research. Retention.

Online Sales Training Platform

The Digital Sales Institute

The use of an online sales training platform can have multiple benefits within any sales organization. Due to time pressure, cost and changing learning preferences, classroom-based or day long sales training is becoming obsolete. Online sales training platform.

100 Most Prospected-to Companies of 2018

DiscoverOrg Sales

You might recognize the most-prospected-to companies of 2018, according to DiscoverOrg’s database, as household names – but that’s not why savvy sales and marketing professionals have been pitching to them. Before we dive in, let’s take a quick look at the most-prospected-to industries.

Social Selling Training Course

The Digital Sales Institute

What are the benefits of undertaking a social selling training course and what can a salesperson expect to learn? Any business in the B2B (and increasingly in the B2C space) can leverage social selling to drive increased customer or prospect engagement.

Benefits of Online Sales Training

The Digital Sales Institute

The benefits of online sales training can be narrowed down to a number of key areas. These include automating the sales training process, minimizing time away from job, controlling disruption and in reducing sales training costs. Benefits of online sales training.

New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

Below is a guide to accelerated ramp-up time for your salespeople (along with some examples of how HubSpot trains their salespeople). When you're creating a new-hire training plan, remember a few things : Keep your training plan personalized, because no two reps are the same.

6 Ways to Make Your Sales Training Effective


If you consider sales training to be the first of several steps toward boosting profits, it’s easy to see why it’s such a crucial investment. Ready to amp up your sales training results? 1) Use data-driven tools to determine what training is needed.

How to Take the “Snore” Out of Sales Training

Sales Benchmark Index

It is so compelling, yet your sales training class did not grasp it. This post is about the importance of sales training fundamentals. The best sales training content is forgotten without memorable delivery. Keep the program interactive during the entire training session.

PODCAST 52: Building Sales Coaching and Training Framework w/ Rob Jeppsen

Sales Hacker

Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training. Why sales coaching will drive up sales retention and not just revenue.

Research: Align Your Customer Service, Marketing, and Sales Teams to Drive Revenue

The Brooks Group

That’s why it’s key that your salespeople use a customer-focused, consultative selling process with every prospect and customer they interact with. New research reveals just how critical it is for the Service department to be included in this alignment as well. .

40+ of the World’s Best Sales Training Programs to Get Your Team Into Shape

Sales Hacker

If talent acquisition, development, and retention are top-of-mind for you as a sales leader, here are 40+ of the best sales training programs to check out! And that is why training has become not only a competitive advantage but the primary driver of corporate excellence. Train.

30 Sales Prospecting Email Templates Guaranteed to Start a Relationship

Hubspot Sales

Yes, you read the title right -- I guarantee that these templates will get responses from prospects. But, compared to the overly salesy prospecting email templates most salespeople are sending, I am confident that these will work better -- or your money back. Do your research.

How to Drive More Growth from Customer Expansion Conversations

Corporate Visions

But the sale isn’t over just because your prospect becomes a customer. Train Customer Success for Sales Opportunities. When you’re talking to a new prospect, it makes sense to challenge their status quo and persuade them to switch to your solution.

Your Sales Training Is Broken. Here’s How to Fix It.

Hubspot Sales

If you want to develop a more effective salesperson, start with how your organization coaches and trains them. All I had to do to be successful was guide prospects through how to improve their marketing efforts. Buyers research their own problems and potential solutions independently.

How to Reinforce Sales Training to Maximize Your ROI

The Brooks Group

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach new techniques and skills. The Sales Training Buyer’s Interview Guide.

How to Reinforce Sales Training to Maximize Your ROI

The Brooks Group

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. What is a Sales Training Reinforcement Program? Sales training is designed to teach new techniques and skills. The Sales Training Buyer’s Interview Guide.

Finally! A Contact Strategy That I Appreciate

John Barrows

There are three types of contact strategies in my experience: 1) Tailored: where you do research on a specific person or company and then craft multiple, relevant, and direct messages, 2) Targeted: where you segment contacts based on similar characteristics and develop messages that focus on their broad priorities or challenges, and 3) Templated: where you create various, self-serving templates about your great solution and then blast messages out to everyone on a list. Prospecting

Onboarding sales reps: 6 tips for increasing new hire productivity and engagement


Generally speaking, employee onboarding is the process of training a new team member and integrating them into your organization. Onboarding sales reps can include typical best practices like having them review your employee handbook and attend orientation meetings, but it should also incorporate training and engagement elements to better acclimate new sellers to their surroundings and responsibilities. Which training courses do they need to complete in the first month?

2019 Sales Kickoff Meeting Themes: Three Profitability “Moments of Truth”

Corporate Visions

For your 2019 sales kickoff meeting, it’s time to think deeper about how you can prepare reps to capture more value both during the deal stage and after it when your prospects become customers and you need to expand the value of your relationship.

Learning Sales Skills Online

The Digital Sales Institute

However, learning sales skills online is not just about the concepts of selling or some simple sales training videos, it’s also allowing sales people to learn hard selling skills. Skills such as prospecting, cold calling, presentation skills, overcoming objections etc.

Interview Abstract: Why Selling with Value Requires Modern Tools + Modern Training

The ROI Guy

I recently had the opportunity to interview Dario Prolio from leading sales training and performance management firm Richardson. Yes, I believe that it has grown to become a significant issue, and we have seen it in our prospects. So how have prospects changed?

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Smart Selling Visions: Up-Close with Top Revenue Leader Greg Sherrill, CEO of @ChannelRocket

Smart Selling Tools

Today , when manufacturers need to enable seasoned or new sales reps, they typically provide a series of training events and hope that sales reps retain the information. And are you aligned on revenue, customer acquisition and retention goals and metrics?

What You Need to Know About the Challenger Sales Model

Corporate Visions

This strategy, as popularized by the Challenger Sales Model, is one of the most recognized sales training methods today. Provoking your prospects and leading with unexpected insights are effective tactics when you’re trying to convince your buyer to change their status quo.

How to Heat Up Cold Emails with Personalization

DiscoverOrg Sales

Much like my mom’s BMW, I use personalized emails to catch the attention of my most important prospects. Either I get responses from someone who forwarded my email, or the prospect who received the email responds themselves. But while prospecting with cold email might be a tempting way to avoid the awkwardness of rejection over the phone, you have to do it right. So what situations are appropriate for this type of prospecting? When your prospect is a decision maker.

The Fourth Value Conversation

Corporate Visions

It demands edgy, swashbuckling messaging and skills designed to overcome status quo bias and break down your prospects’ aversion to change. The Why Change/Why You story (and the research supporting it) is great for when you’re trying to defeat the status quo, they would say.

B2B Demand Generation Boot Camp: Next Gen Inside Sales Training

Green Lead's B2B

So here is what typically happens if we hire four reps, train them, get them on the floor and keep coaching them. How do you train your inside sales recruits? Us, well, here's our modified training plan. It's focused on skills, performance and retention.

The 8 Primary Sales Competencies: Goal Achievement

Platinum Rules for Success

Targeting explores the markets or groups you may target as prospective buyers. Goal: to establish truthful communication with the prospect, so that both of you are able to tell each other the truth. Confirming is the sales phase where you gain the prospect’s commitment to buy.

Four Selling Moments You Need to Master

Corporate Visions

Research proves that customer acquisition and customer expansion are shaped by significantly different buying pressures. Let’s start when you’re the outsider and you need to overcome status quo bias—convincing prospects not just to make a change, but to do it with you, not your competitors.

Sales Strategy: What’s Most Effective? A Great Message! (Updated May 2019)

Corporate Visions

Consider the following insights: Research performed by SiriusDecisions shows that the number-one inhibitor to sales achieving quota is “inability to communicate value message.” They talk about “why us?” — why the prospect should choose them over their competitors.

Sales Kickoffs and National Sales Meetings—What’s Your Approach?


Now that Halloween is over, you can focus your thoughts on the next frightening prospect: preparing for next year’s national sales meeting (NSM) or sales kickoff (SKO). Best Practices Sharing Training & Certification

Why Sales Coaching Reinforces Skill-Based Learning

Score More Sales

Most sellers have little time for training, and when they do, it seems that product training takes center stage. When are sales teams making time for ongoing, regular learning about some of these topics: Messaging – how well is our message resonating with prospective customers?

How AI is Changing the Sales Process


AI has the potential to eliminate the mundane, repetitive work that prevents sales reps from communicating and selling to prospective and current clients. This allows their predictive model to generally achieve greater than 90% accuracy within the first three months of training.

How the Fastest Growing Startups Build Their Sales Teams


The building blocks of developing a great sales team have not changed – recruiting, interviewing, hiring, training and development. In fact, McKinsey conducted six years of research and found that companies that optimize the consumer journey increase revenue by up to 10% annually.

Sales Strategy Template

The Digital Sales Institute

It is the plan that enables everyone involved in customer acquisition, development and retention to successfully sell the company’s products and service over and over. Probably the 1st step in creating a sales strategy plan is to research, size and select the target market you intend to commit time and resources to. Research has shown that lack of market size and lack of market acceptance of a product is the biggest cause of business failure.

Sales Tips: Measuring and Tracking Success

Customer Centric Selling

Firms measure success in different ways, including revenue growth, profitability, customer retention, and loyalty. Recent KPI Research Findings. Use “drip” and nurture campaigns to stay top-of-mind with buyers and prospects for future business opportunities.

How to Make the Number with Less People

Sales Benchmark Index

Sign up for SBI’s 7th annual research tour: " How to Make Your Number in 2014: A Sales Strategy You Can Execute." Do I need a retention plan or do I need a productivity driver?”. Training your sales team how to social sell will immediately improve your sales pipeline.

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